January 22, 2021  
 
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Mailing Lists for Investment Securities Businesses

If you're a business that sells to investment securities businesses, industry-specific mailing lists might be a smart investment that gives legs to your sales strategy.

Proven entrepreneurs recognize the importance of using lead lists to sell to investment securities businesses.
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In this market, inexperienced sales teams often to discover that. The reality is that intelligent work processes outperform effort -- and for smart selling, it's tough to beat a purchased, high-qaulity investment securities business mailing list.

Lead List ROI

Think lead lists are cost-prohibitive? Think again! Although there is an added expense associated with lead lists, the overhead cost of maintaining an in-house lead generation program exceeds the amount of cash you'll spend to acquire a reliable list. When you consider how much time it would take your sales team to create a large database of constantly updated investment securities business contacts, it's not difficult to see why lead lists are an attractive alternative to internal processes.

Lead List Metrics

Multiple methods exist for measuring the effectiveness of investment securities business lead lists.

For starters, conversion rate (number of sales/number of leads) is essential in measuring lead list success and failure rates. But you may also want to think about integrating a few other metrics into your assessment routine.

A units-per-lead measurement demonstrates the quality of the leads in your lists. When compared to your internal lead generation metrics, a may indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff indicate how well each of your team members is using the leads they receive from your vendor.

Where Can I Buy Investment Securities Business Leads?

The key to getting a good investment securities business lead list is to focus your search on the industry's best providers. Some providers charge big bucks for leads that are stale and inaccurate. Good lead list providers care about quality. They are invested in ensuring that their lists are up-to-date and give their customers leads that have been targeted to meet precise sales criteria.

There are several good lead list providers on the market. If you're just getting started, we highly recommend Experian Business Services. Experian has the characteristics we look for in a investment securities business lead list vendor. Their database of more than 14 million U.S. companies is updated monthly and can be filtered by geographic, demographic and other criteria to create lead lists that are customized to your needs and specifications.

Typical Lead List Database Fields

In dealing with the biggest lead list companies, you will typically get Company Name, Contact Name, Address and Phone Number. What you actually get depends on which lead vendor you do business with. In some cases, for example, you can get fields like Executive Titles, Email Addresses and Number of Employees.

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Do you have any additional comments about marketing to investment securities businesses? If you have further information about selling in the investment securities business industry, we want to hear from you!


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